1、一到九章及一些附加内容第一章 Basic Knowledge of Business Letter Writing1.1 Structure 构成：a. Letterhead(信头) 发件人的信息（名称、电话、地址）b. Reference and date（发文编号和日期）c. Inside Name and Address(封内名称和地址) 收件人的信息d. attention line (注意事项)e. The Salutation(称呼)f. the Subject Line(事由标题)g. The Body of the Letter(信的正文 )h. Complimentary C
2、lose(结尾敬语)i. The Signature(签名)j. enclosure (附件 )k. carbon copy notation(抄送) l. postscript(附言 )1.2 Envelope 信封的写法：China National Chemicals (stamp)Import fall(be) within the scope of 属于的经营范围enter into business relations 建立贸易关系in the market for 想要购买 /in the hope of doing sth. 希望acquaint sb. with sth. 让
3、某人了解某事 / Credit standing 商业信用第三部分 要求寄送有关资料+表达合作愿望2.2 SentencesWe learned/ heard/obtained your company from the Internet that you are one of the leading manufactures in this line.我们从互联网上得知贵公司,你们是这方面领先的制造商之一。We would like to take this opportunity to establish business relations with you .我们愿借此机会与贵公司建立
4、贸易关系。We are an importer/exporter handling toys for many years. Our products have enjoyed a high reputation in the world for their good quality and reasonable price.我们是一家经营玩具多年的进口商/出口商。我们的产品凭借着良好的品质和合理的价格在世界上享有盛誉。If your price is competitive ,we will place an order with you. 如果你方价格有竞争力的话，我们将向你方发出订单。I
5、n order to acquaint you with our products, we sent two samples this morning. 为了使你熟悉我们的产品,我们今天早上送两个样品。第 3 章 Enquiries Specifications 规格( size, weight );Quantity 数量; Price 价格;Packing 包装;Payment 支付; Shipment 装运; 第三部分：说明有效期。 （报价信可以没有）This offer can remain open till 第四部分：希望对方下单We look forward to receivin
6、g your order.4.2 Main WordsSubject/ captioned goods 标的物growing demand 增长的需求assortment 花色品种，各式各样的搭配，do ones (your, my) utmost 竭力，竭尽所能As per 按照By 3 equal monthly shipment 三个月，等量装货minimum quantity 最低起订量4.3SentencesWe thank you for your enquiry of August 22 and (we) are pleased to send you our quotation
7、s for the goods you required as follows:我们感谢你方 8 月 22 日的询价,很高兴为你们所需要的货物报价如下:This offer is valid/open subject to your reply here by 5 p.m. our time.这个报价以我方时间下午 5 时以前复到为有效。In reply to your enquiry of April,28, we enclose/are sending you under separate cover a copy of our latest price list for your ref
8、erence. 为了回复您 4 月 28 日的询价，我们附上/另送您一份我们的最新价格单,供您参考。Your price is about 10% higher than those of your competitors.你的价格比你的竞争对手高出 10%。As the market is declining, business is not possible unless you can reduce your price by 10%.由于市场的减少,除非你可以降低你的价格 10%，否则无法进行贸易合作。All quotations are subject to our final co
9、nfirmation. Unless otherwise stated or agreed upon, all prices are net without commission.所有报价都以我方最后确认为准。除非另有说明或约定,所有价格都是净价,不含佣金。Due to the heavy demand for the goods, the offer will be valid (open, firm, good ) only for 8 days.由于商品的大量需求，该报盘的有效期只有 8 天。4.4 Main LettersQuotation 报价P60Dear Sirs,We than
10、k you for your enquiry of August 22 and are pleased to send you our quotation for the goods you required as follows:Commodity: “White Rabbit“ Brand Woolen Mixed Blanket No.33.Size:74*84inWeight:4lbsColour:yellow, brown, green assortmentQuantity:1,000pcs.Price:US$40.00 per piece CIF MontrealShipment:
11、OctoberYou are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price.We look forward to receiving your order.Yours faithfully,Offer of Electronic Calculators 电子计算器商报盘P73Dear sirs,In reply to y
12、our letter of July 14,we are giving you an ofter,subject to your reply here by 5 p.m. Our time,Tuesday ,August 5,as follows:Commodity: Electronic Calculators Specifications: As per attached list Packing: As per the buyers option Quantity: 3,000 pieces Price: US$9.00 net per piece CIF Lagos Shipment:
13、 September/October, 2014 Payment: Confirmed, Irrevocable Letter of Credit payable by draft at sight to be opened 30 days before the time of shipment. Under separate cover, we have sent you 2 copies of illustrated catalogue of various brands as per your request. We are expecting your early order. You
14、rs faithfully,Offer of Refrigerators 电冰箱报盘 P74Dear sirs,Your fax of February 10 asking us to offer you the subject article has received our immediate attention. We are pleased to know that you are interested in our products.In reply to your inquiry, we take pleasure in making you an offer as follows
15、, subject to your reply reaching us within 7 days from today:Specification quantity(set) price(US confirm the conclusion of the business and point out the :full details of article number, quantity,specification, quality, unit price, total value, shipment, packing,insurance and terms of payment as ag
16、reed upon hope for further orders; 5.2 Main Wordsplace an order with sb.for sth. 向某人下订单; trial order 试订单draw at sight/draft at sight 开立即期汇票acknowledgement 销售确认书apply for L/C 申请开立信用证in duplicate 一式两份For ones file 供某方存档5.3 SentencesOwing to/ Because of heavy commitment, many orders havent been made, w
17、e can only accept orders for October shipment.由于大量承约,许多客户的订货都未发出，因此我们目前只能接受 10 月船期订单。As to the terms of payment ,we often require confirmed, irrevocable letter of credit payable by draft at sight.关于支付条件，我们通常要求保兑的、不可撤消的、凭即期汇票支付的信用证5.4 Main LettersAcceptance of Order for Furniture 接受订购家具的订单 P102Dears
18、sirs, We are very pleased to receive your order No. BD/35 furniture. We accept the order and are enclosing you our Sales Confirmation No.354 in duplicate of which please countersign and return one copy to us for our file. We trust you will open the relative L/C at an early date. 已获悉贵方第 BD/35 号订购家具的订
19、单 .我方按照相应条款接受订单并随函附寄 我方第345 号销售确认书一式两份,请会签后寄回一份供我方存档.我方相信贵方会尽早开立有关信用证. As to the Item A and B, we shall arrange delivery as soon as we get your L/C, and for item C and D we shall ship accordingly. 关于 1 号和 2 号货品,一旦收到信用证,我方将安排装运,3 号和 4 号两货品,我方也将按相应条件装运. Hoping the goods will turn out to your entire sa
20、tisfaction and we may have further orders from you. 希望货品能使贵方完全满意.同时也希望继续收到贵方的订单. Yours faithfully,第 7 章 Payment 支付7.1 Main Wordsin favor of 受益人open/issue an L/C 开立信用证effect shipment 安排装船punctual shipment 准时装运shipping advice 装船通知expedite shipment 加速装运execute an order 执行订单make amendment 修改extension of
21、 L/C 展延信用证7.2 Sentenceswe wish to draw your attention to the fact that the date of delivery is approaching.我方希望贵方注意到装运期已经临近。But up to the present(=up to now) we havent received the covering L/C.但我方到目前为止仍未收到有关此货物的信用证，Please do your utmost to expedite its establishment, so that we may execute the orde
22、r within the prescribed time.请尽快开出信用证，以便我方能按规定日期发运。7.3 Main LettersUrging establishment of L/CP145 Dear sirs,Our Sales Confirmation No.TE151Reference is made to the 1000 cartons of Canned Asparagus under the subject sales confirmation,we wish to draw/invite your attention to the fact that the date o
23、f delivery is approaching, but up to the present we have not received the covering letter of credit. Please do your utmost to expedite its establishment, so that we may execute the order within the prescribed time. In order to avoid subsequent amendments, please see to it that the L/C stipulations a
24、re in exact accordance with the terms of the contract. We look forward to receiving your favorable response at an early date.Yours faithfully,第 8 章 Transport to cover insurance 投保8.2 SentencesYou may ship the goods in three lots.你方可分三批装运此货。We have been put to great inconvenience by the delay in deli
25、very.我们已经因为延迟交货带来了极大的不便。We will have to lodge a claim against you for the loss and reserve the right to cancel the contract.我们会为损失提出索赔并保留取消合同的权利。The wares must be packed in wooden cases capable of withstanding rough handling.货物必须用木箱包装能承受野蛮的装运。We have covered insurance on the 100 metric tons of wool
26、for 110% of the invoice value against all risks.我们已经对 100 公吨羊毛投保，按发票金额的 110%投保一切险。8.3 Main LettersUrging for prompt deliveryP157 We are very anxious to know about the shipment of our Order No.123 for 1000 cases of Tin Plates.As the contracted time of delivery is rapidly falling due(很快到期 ),it is impe
27、rative that (是必要的)you inform us of the delivery time without any further delay.We stated explicitly at the outset(一开始) the importance of punctual execution of this order and cannt help feeling(忍不住觉得) surprised at your silence about our fax inquiry of the 18th June(6days ago),a copy of which is enclo
28、sed.We are in urgent need of(急需 ) these goods and have to request you to execute the order within the time stipulated(在规定的时间内).Yours faithfully,第 9 章 Complaint、Claim & Settlement 申诉、索赔和理赔9.1 Main Wordsdelayed/late delivery 延迟发货inferior quality 质量差difference in quality 质量不符inadequate packing 包装不当Insu
29、fficient quantity 数量不足forwarding agent 运输代理look into=investigate 调查lodge a claim 提出索赔inferior to 次于9.2 SentencesAfter looking into the matter, we find damage was caused by careless handling at the port of destination经过调查此事，我们发现损坏是在目的港的操作不慎引起的。We received a complaint about the short weight.我们收到了关于短重的
30、投诉。If our party was at fault, the compensation will be made at once.如果责任在我方，我方将进行赔偿。We apologize for the trouble caused to you and assure you that we will give you a satisfactory answer.给贵方造成麻烦，深表歉意，我方保证会给贵方一个满意的答复。作文：您好，作为对您 3 月 5 日询盘的回复，我们给您一个实盘报价（firm offer） ，生效条件是您的答复在 3 月 21 日（星期五）下午五点之前（我方时间）送
31、达。具体如下：商品名：愤怒的小鸟卡通玩具规格：6 种款式（assortment） ，包括橙色、黑色和蓝色的新款（详见目录）质量：PVC 橡胶数量：最低起订量 10000 件价格：CIF 深圳，按照不同式样，每件从 0.8 美元到 1.5 美元不等支付：通过装船前 30 天开立的、保兑的、不可撤销的、即期汇票支付的的信用证包装：每件玩具包在塑料袋内，每箱 12 打。保险：由卖方决定装运时间：5 月In reply to your inquiry of March 5, were sending you a firm offer, subject to your reply here by 5 p
32、.m. our time, Friday, March 21, as follows:Commodity: Angry Birds Cartoon ToysSpecifications: more than 6 assortment with new design, orange, black , and blue colors (detailed in catalogue)Quality: PVC rubberQuantity: minimum 10,000 pcsPrice: USD0.8 to 1.5 according to various design, CIF ShenzhenPa
33、yment: confirmed, irrevocable letter of credit payable by draft at sight to be opened 30 days before the time shipment Packing: Each piece is wrapped in a polybag, and 12 dozens in a carton. Insurance: at the sellers optionShipment: MayBusiness relationship 业务关系Fair 交易会 博览会Chamber of commerce 商会Line
34、s of business 业务范围 经营范围Specifications 规格Partpartial shipment 分批装运Endorsement 背书INCOTERMS 要考缩略词 先还原完整英语，再翻译成中文EXW Ex Works 工厂交货CIF cost insurance and freight 成本，保险费用和运费FOB free on board 装运港船上交货CFR cost and freight 成本加运费CIP carriage and insurance paid to 运费保险费付至CPT carriage paid to 运费付至（以上相对更重要）DAF de
35、livered at frontier 边境交货DDP delivered duty paid 完税后交货DDU delivered duty unpaid 未完税后交货DEQ delivered ex quay 目的港码头交货 DES delivered ex ship 目的港船上交货FAS free alongside ship 船边交货FCA free carrier 货交承运人（自己补充的）Commercial invoice 商业发票S/C sales contract 销售合同Purchase contract 购货合同To accept an order 接受订单/订货Inqui
36、ry 询盘Offer/ to make an offer(quotation) 报盘 报价 offer sheet 报盘单counter-offer 还盘 还价acceptance of offer 受盘 acceptance 受盘和承兑CIC china insurance clause 中国保险条款F.P.A free from particular average 平安险W.A / W.P.A with particular average 水渍险All risks 所有险 insurance policy ； policy of insurance 保险单insurance premi
37、um ； insurance expenses 保险费part/partial shipment 分批装运port of destination 目的港port of discharge 卸货港port of shipment 装货港B/L Bill of lading 提单Transhipment B/L =transshipment B/L 转船提单freight；carriage；transportation expenses； 运费transportation documents / shipping documents 货运单证（单据）提单的种类：（一）按提单收货人的抬头划分 1记名
38、提单（Straight B/L）2指示提单（Order B/L） “凭指示” （To order）或“凭某人指示” （Order of）3不记名提单（Bearer B/L，or Open B/L，or Blank B/L）（二）按货物是否已装船划分 1已装船提单（Shipped B/L，or On Board B/L）2收货待运提单（Received for Shipment B/L）（三）按提单上有无批注划分 1清洁提单（Clean B/L）2不清洁提单（Unclean B/L or Foul B/L）（四）根据运输方式的不同划分 1直达提单（Direct B/L）2转船提单（Transsh
39、ipment B/L）3联运提单（Through B/L）4多式联运提单（MultimodaL Transport B/L or Intermodal Transport B/L）（五）按提单内容的简繁划分 1全式提单（Long Form BL）2简式提单（Short Form BL，or Simple BL）（六）按签发提单的时间划分 1倒签提单（Anti-dated B/L）2预借提单（Advanced B/L）3顺签提单（postdated B/L） （七）按收费方式划分 1运费预付提单（Freight Prepaid B/L） 2运费到付提单（Freihgt to Collect B/
40、L） 3最低运费提单（Minimum B/L）L/C letter of credit 信用证1、跟单信用证和光票信用证(Documentary/Clean Credit)。2、不可撤消信用证和可撤消信用证(Irrevocable/Revocable L/C) 。3、保兑信用证和不保兑信用证(Confirmed/Unconfirmed L/C)。4、即期信用证和远期信用证(Pay at Sight/usance(time) L/C )。5、假远期信用证 (Discount L/C)，既开证行贴现远期汇票，贴息由买方承担。6、付款信用证 (L/C Available by Payment) 。7
41、、承兑信用证 (L/C Available by Acceptance) 。8、议付信用证 L/C Available by Negotiation)9、可转让信用证和不可转让信用证(Transferable/Non-Transferable L/C)。10、循环信用证(Revolving L/C)。11、对开信用证(Reciprocal L/C)。12、背对背信用证(Back to Back L/C)。13、预支信用证(Anticipatory L/C or Red Clause)。14、备用信用证和商业信用证 (Standby/ Commercial Credit)。付款方式：（mode
42、of payment ）外贸常用的付款方式有三种：一、信用证（Letter of Credit，简称 L/C） ，种类繁多；二、汇付(remittance) ，主要包括电汇（ Telegraphic Transfer，简称 T/T） 、信汇(Mail Transfer，简称 M/T）和即期票汇（Demand Draft，简称 D/D）三种。三、托收（Collection） ，主要包括付款交单（Documents against Payment，简称 D/P）和承兑交单（Documents against Acceptance，简称 D/A）两种。D/P 是付款交单，我们发货后准备好我们的议付单
43、据，通过我方银行交单至客户方银行，客户银行提示客户单据已到，客户付款后银行交单。D/A 则是承兑交单，也是通过我方银行交单给客户银行，不同的是客人只需承兑我方单据，就可以拿走正本单据，到期后再付款。T/T 是电汇（单据一般是我方直接邮寄给客户，无需通过银行） ，如果我们跟客户用T/T 付款方式，一般的做法是客户先要给我们 30%的预付款，剩余 70%一般保险的方法是，货装船后，客人凭我们传真的提单正本付款，等款到帐后再邮寄整套正本单据给客人。汇票（Bill of Exchange/Postal Order/Draft）是由出票人签发的，要求付款人在见票时或在一定期限内，向收款人或持票人无条件支
44、付一定款项的票据。汇票是国际结算中使用最广泛的一种信用工具。 自己补充的：I/L import license 进口许可证 Purchase confirmation 购货确认书Regular order 经常订单/定期订单 Repeat order 重复订单To make out an agreement / a contract 缮制协议书/合同Consignee 收货人 shipper 托运人 carrier 承运人 Gross weight 毛重net weight 净重 Shipping marks 唛头 /装运标志 Container 集装箱 Air way bill 空运提单 o
45、cean B/L 海运提单 order B/L 指示提单 Freight prepaid 运费已付 Broker 经纪人 middleman General agency 一般代理，总代理 Trade volume 交易额 贸易额第三大题： 句子翻译翻译我们已看到贵公司在最近一期电视世界上所做的广告，很感兴趣。请详细介绍你们的产品规格、价格、包装等情况。We have read with interest your advertisement in the latest issue of Television World, and would like to have full particu
46、lars of your products, including specifications, prices and packing.关于贵方 1 月 12 日寻购，我们高兴地通知你方，已另邮寄出目录及价目表供参考In reply to your inquiry of January 12, we are pleased to inform you that a catalog and a price list have been airmailed separately for your reference.你方会注意到我们的价格很有竞争力。我们所有型号均有大量现货，可承诺于收到信用证后一
47、月内交货。As you will notice, our prices are quite competitive, and since we carry large stocks of all models, we can promise delivery within a month of receipt of your L/C.兹确认今天上午的电话洽谈，现随函附寄 CT504 号订单，购买 1500 磅龙井绿茶，每磅CIF London 36 便士，6/7 月装运。This is to confirm our telephone discussion this morning. Encl
48、osed is our Order No. CT504 for 1,500 pounds of Longjing Green Tea at 36 pence per lb CIF London for shipment during June/July.虽然我方价格略高于其他供应商，但由于产品质量优良，这点差价完全核算。订购真正优质的货物，符合你方本身的利益。Although our price is a little higher than quotations of other suppliers, the superior quality of our products more tha
49、n compensates for the difference in price, and it is to your own advantage to order goods of really good quality.我方已注意到你们要求投保战争险，但是要知道我方 CIF 报价只包括水渍险，因此，你方若想加保战争险，则增加的保险费由你方负担。We have noted your request for insurance against War Risk. But, as you know, our CIF quotation includes W.P.A. only. Therefore, if you require this additional coverage, the extra premium will be borne by you
